Too lazy to read? Here’s the highlight: If you want your buyers to open up, to share the detailed information you need to help them make their decision, then you have to invest time in the relationship.
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Here’s an important bit of advice to remember about asking questions. And getting the answers you need.
You have to treat buyers with respect and integrity to get the necessary answers to your questions.
Too many sellers assume that just by virtue of asking a question they are entitled to a full and complete answer.
Sellers typically make this false assumption: ‘Buyer A has indicated an interest in my product. Therefore, they will answer any question I ask them.’
Imagine that you just met someone new in a social setting.
You’d like to get to know that person better.
Do you kick-off your relationship building effort by asking questions that require this person, to whom you are still a stranger, to reveal deeply personal information?
No. That would be presumptuous and disrespectful.
You have to earn the right to ask those questions by first building a level of connection and trust.
This also is true for sellers and buyers.
Contrary to popular belief, your buyers are humans.
The normal rules of human behavior have NOT been suspended just because you’re in sales.
If you want your buyers to open up, to share the detailed information you need to help them make their decision, then you have to invest time in the relationship.
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